THE ART OF DELIVERING PLANNING FINANCIAL SERVICES

1. Constructing a Competitive Edge
2. Cultivating Your Market for Planning Candidates
3. Communicating With the Candidates Who Need You Most
4. Engaging Candidates in the Financial Planning Process
5. Understanding the Maze of Financial Problems
6. Cash and Debt Management Solutions
7. Income Tax Solutions
8. Stock and Bond Solutions
9. Managed Money, Mutual Fund and Annuity Solutions
10. Will and Trust Solutions
11. Insurance and Employee Benefit Solutions
 

Constructing a Competitive Edge
The financial planning process involves the coordination of efforts among a team of financial advisors. The result of this effort is a set of recommendations consistent with all of the client’s needs, attitudes, goals, and resources. When delivering financial planning services, your primary value as a lead advisor is not based on the level of your technical proficiency in all the financial specialties, but rather on your ability to manage and coordinate the efforts of your client’s Team of Advisors. To do this effectively, you must have a global understanding of what each type of advisor’s licensing and education allows them to do, how they are typically compensated and how the form of compensation affects their advice, and the level of continuing education required to maintain their expertise. To prepare you to take on the lead role on a client’s team of advisors, this session will help you evaluate your own strengths and limitations as well as those of each member of your team.

Cultivating Your Market for Planning Candidates
There are two core requirements to successfully delivering financial planning services: the client must trust the advisor and be emotionally committed to the financial planning process. There are no shortcuts to building this level of trust and commitment–no one-liners, sales scripts, or secret tips. Relationship- and trust-building requires a time commitment from both you and the client. Without trust and emotional commitment, the planning process typically breaks down because the client is not motivated to provide complete financial disclosure or does not take action on the recommendations. Your challenge is to streamline and focus the trust-building process. This session provides you with the foundation to quickly and ethically build trust and credibility with prime planning candidates in your target markets by using the “Eight Steps for Market Penetration.”
Communicating With the Candidates Who Need You Most
Every target market has ideal candidates for financial planning services: business owners, including self-employed professionals; executives; high-income sales professionals; women; and ageing baby boomers. This session shows you the best ways to interact with planning candidates in your target markets and how to pre-assess the most probable “emotional needs” for these candidates based on their age, gender, and occupation.

Engaging Candidates in the Financial Planning Process
Here, the “art” of facilitating the planning process is contrasted with the “science” of creating financial plans. You’ll cover the methodology and scripting that you need to efficiently facilitate the “Nine-Step Financial Planning Process” for your clients, and will view a video role-play depicting the process. Not only do you learn how to profile and collect data from clients of all wealth classes, but you also learn how to manage expectations and keep clients on track when life events alter their circumstances.
Understanding the Maze of Financial Problems
Problems that are commonly identified in financial plans are examined in this session. Without presenting solutions or planning strategies, this session lets you explore these problems and the consequences of not correcting them. Additionally, you’ll discover that financial decisions are interconnected–one decision almost always affects another–and that, for the client, the primary value of a comprehensive financial plan is its role in the overall strategic coordination of their financial affairs.

Cash and Debt Management Solutions
Cash and debt management problems are often the most critical financial planning issues for most clients. Many advisors and clients make the mistake of equating financial planning only with investing, retirement planning, estate planning or college funding. These are all examples of planning strategies–strategies that will not be implemented unless the client can find the money to save and invest. The conclusion is that successful implementation of a financial plan begins with cash and debt management. This session presents ways for you to identify possible funding sources for the recommendations in your client’s financial plans. A financial advisor who suggests funding sources will have a higher implementation rate than one who does not. By becoming more of a “financial architect,” you can differentiate yourself from the competition.

Income Tax Solutions
In this session, you’ll discover that income tax is the single largest expense of most of your clients, and that “mistakes, errors, and omissions” when preparing annual tax returns is the number-one reason why clients pay too much income tax. You’ll learn how to identify possible tax planning strategies that can be discussed with the CPA on the client’s Team of Advisors. By working effectively with a CPA to formulate strategies that may lower the client’s income tax liability, you’ll also help your clients create funding sources for the recommendations outlined in their financial plans.

Stock and Bond Solutions
Stocks and bonds are the core securities that underlie most managed investment products such as mutual funds, managed accounts, and annuities. By gaining a thorough understanding of the stock and bond markets and the economic factors that influence the value of these securities, you are better equipped to analyze, compare, and contrast various managed products to determine which most appropriately meets the investment strategies identified in your clients’ financial plans. If you are not currently a licensed Stockbroker or RIA, this session helps you communicate effectively with the investment specialist on your client’s Team of Advisors.
Managed Money, Mutual Fund and Annuity Solutions
This session deals with managed money–essentially, portfolios of stock and bond investments. You’ll explore the similarities and differences among the three types of professionally managed investment alternatives: mutual funds, money management services, and annuities. You’ll learn to analyze, compare, and contrast various products within each group to determine which most appropriately meets the strategic objectives defined in your clients’ financial plans. Additionally, you’ll find effective methods of communicating the inherent value of problem-solving capabilities provided by these investment alternatives. If you are not currently a licensed Stockbroker or RIA, this session helps you communicate effectively with the investment specialist on your client’s Team of Advisors.

Will and Trust Solutions
Here you’ll explore the primary tools used to implement estate-planning recommendations — wills and trusts. You will discover the three reasons why everyone needs a well-constructed estate plan, and that the key to estate planning is how clients choose to own their assets. You will learn what a will can and cannot do, and the characteristics of 22 trusts. Finally, you’ll discover how life insurance is used in estate planning. If you are not currently licensed and trained in estate law or insurance, this session will help you communicate effectively with the estate attorney and insurance specialist on your client’s Team of Advisors.

Insurance and Employee Benefit Solutions
The final session deals with solutions offered by insurance and employee benefits. Since many corporations offer benefits such as insurance, retirement plans and employee stock options, clients often seek help in either choosing or designing a suitable benefits package. In this session, you’ll become familiar with the general issues involved with life, health, disability, and long-term care insurance, and will learn the differences between group and individual policies. In addition, you’ll explore various types of employer-sponsored retirement and deferred compensation plans. Annual contributions to these plans are limited, which can make it difficult for clients to accumulate sufficient retirement savings. Since additional retirement programs may be necessary, several types of IRAs are addressed in detail. Lastly, you will learn about the new minimum required distribution (MRD) rules and the nuances of employee stock options.

KEY STATISTICS & TECHNICAL ANALYSIS

Yahoo Finance or MSN can also be used for free but make sure you cross reference the numbers from time to time as they aren’t always correct. Using Daily Graphs, Vickers, and Weiss can become quite expensive along with the subscription to IBD but we feel they are well worth the investment since they seem to offer the most unbiased, high quality information. As long as all of these tools are justified expenses based on profits from your portfolio, there is no need to worry to spend the extra dollar.

Through our service, we try to produce high quality screens that give you the opportunity to invest for a profit for a minimal charge per month or year. The stocks that make our screens do take dozens of hours per week to assemble and must be updated every week of every year. The stock market is a job, not a hobby as most people in America seem to believe.

Once we feel good about a stock’s fundamentals, it makes a new list to be studied using technical analysis (reading charts). At this point, our founder and president uses his own eyes and charting skills to study the charts.
We don’t have fancy subscriptions or software programs that tell us what stocks to select. Every stock that makes a daily or weekly screen will pass by the eyes of our President several times before it is ever uploaded for your viewing.

We look for:
Properly forming bases
Pivot points
Breakout areas
Extended stocks
Stock pulling back to key support lines.

Finally, when we are about to purchase or sell a stock within our own portfolios, we personally spend many additional hours studying the fundamentals and technicals confirming our beliefs as to why this stock will go up or down.

Our Buying Strategy:
As outlined above, we first we look for solid fundamentals (accelerating earnings, sales and ROE) by using a combination of several screeners on the web to narrow down our list of quality fundamental stocks.

Next we study the charts (technical analysis) and look at every stock screened. We look for stocks forming specific bases or specific up-trends. We pay particular attention to stocks that are poised to move and especially stocks with potential to move quickly.

Please realize that we don’t buy all of the stocks that make the screens, especially the multitude of stocks that have a chance to make the daily screens.

Our buy and sell candidates only come from our final screens each week. Some stocks are bought and then immediately sold if they break down. No one is perfect and mistakes are part of the game when it comes to Wall Street.

One of the biggest, if not the biggest rule for us is to: CUT ALL LOSSES QUICKLY – NO QUESTIONS ASKED!

Insight:
I have been studying the markets for several years now and I have listened to what people before me have said and one thing that has been proved over and over (by studying thousands and thousands of charts) is the fact that stocks making new highs usually go higher. Analyse at any chart that goes from 20-40, 30-60, 60-100, etc… Every time that stock ticked up or seemed to be topping, more support funneled in and propelled the stock even further. Our All-Star list is full of stocks that continue to go higher, even when the untrained investor feels that they are too high.

One fact caught my attention, a fact that is repeated by some of Wall Street’s greatest such as Jesse Livermore, Gerald Loeb, Nicholas Darvas and William O’Neil: “buy high and sell higher”. As I continue to invest, study and read, I realize that stocks showing strength will usually continue to show strength until the environment changes.

This led me to develop the screens and made me focus on the specific stocks that started to show up in my screens several nights per week and multiple weeks at a time. When I started to see stocks over and over, it was a simple signal to check deeper. Most of the time, the charts would show great potential so I would buy.

I suggest all members of our organization to screens stocks all week long using our screens and your own and then to develop an end of the week screen narrowing down a list to the highest quality stocks using both fundamental and technical analysis.

In order for this method to work, the “M” in CANSLIM is the MOST important aspect to your success. For those of you not familiar with CANSLIM, the M stands for market health, if the market is bad, DON’T BUY (We don’t buy). No matter how good the fundamentals and technical, stocks have a high risk of failure during weak markets. If you don’t learn this lesson now, you will be taught by the market some day and it will sting, especially your wallet.

We don’t discriminate when a stock makes our screens; we include every qualifying stock that makes our daily screen, even if we personally don’t like the company. Emotions must be tossed out the window and facts must be the only aspect analyzed, even if you don’t like the product. We don’t like insurance stocks and feel reluctant to post them when they make our screens but then we would be cheating ourselves and community members – How do we know they won’t be the leaders?

Sometimes, groups such as insurance will bring down our overall screening results but not our actual portfolio results, as we would never buy them in real life. They exist only in our research. When we see groups like this (Insurance) rise to the top of our screens, it warns us that a correction may be coming and we start to look for sell signals on our own stocks and head for the sidelines if we are forced to sell.

Keep in mind, our system works best in bull markets while we urge our members to play it safe during sideways markets. Please read over our Philosophy and Education Page and the Technical Analysis Sections to see our system porno in action. Our weekly updated Case studies will allow you to learn in real time as we post specific stocks that are on our screens at the current time.

Below is a recap of some key categories to use when looking for a stock to purchase or sell. We separated it into two lists between fundamental and technical analysis:

Key statistics to use in fundamentals:
Earnings (current, past: quarterly, yearly and future estimates)
Sales (current, past: quarterly, yearly and future estimates)
Return on Equity (ROE)
Price/Earnings Growth (PEG)
Price/Earnings Ratio (rise over time of base)
Debt/Equity
Assets, Liabilities
Accumulation/Distribution ratio
Up/Down Volume over past several months
Number of Institutional Holders (is this increasing or decreasing recently)

Key things to use for technical analysis:
– Look at the 1 year daily chart
– The 1 year weekly chart
– Check volume action when bases are formed
– Look at Point & Figure charts for support and resistance lines
– Look porno for new 52-week highs

BUYING AND SCREENING STRATEGY

We use both daily and weekly screens to provide members with possible investment opportunities. While they may seem equal in weight, the weekly screen is the most important feature on the website. Daily screens look at the current day’s action and screen out stocks that are making new 52-week highs, building solid patterns or are breaking out from a pivot point. Stock that have already broken out or have made past daily and weekly screens can continue to make the daily screen even if it sits above the pivot point. We must continue to track quality stocks as they pass crucial buy points because many members decided to place positions in these stocks. Daily screens have the tendency to present many different stocks but only the best of these stocks will go on to make a weekly screen.

Our weekly screens serve as a filter to the “noise” that daily screens may and can produce. As noted in many places on this site, the strongest buy candidates are the stocks that make continuous weekly screens. Below, we have outlined the details process that goes into our buying strategy and our daily and weekly screens. First we will outline the process that we use to make both a daily and weekly screen. Further down the page, we explain how the buying strategy works, based on the information that we extract using the screens. We advise all members to use our process as a guideline to develop your own system that compliments your trading style, whether that be short term, longer term or a combination of both.

Daily and Weekly Screen Details:
One big secret goes into our screening methods: There is no secret and anyone can succeed to build a profitable system. In today’s world, the internet is overloaded with financial information related to companies and their stocks. The toughest part of researching the stock market is weeding through pages of unnecessary data offered by multiple people, blogs, investors, firms and institutions. Open a browser and type the words “stock market” into Google and you will get approximately 34,000,000 results. Now type in the words “stock analysis” and you will get over 14 million responses. Where is one to begin?

All investors must start their search by looking for stocks with superior fundamentals. After fundamentals are established, look to see if this particular stock is in good company and by this I mean a strong industry group. Similar stocks historically move in the same direction (this is fact not opinion). This is not to say that every stock in the industry group will move higher or lower because a sister stock is going in that direction (a generalization rule of course). After the industry group has been confirmed strong or weak, determine if the overall market is in a specific trend (up, down or sideways).

To complete the steps above, we start by using the custom screen wizard offered through Daily Graphs (an affiliate company of IBD). Using this screen, we narrow down our first list using relative strength (RS) and earnings per share (EPS) ratings. In poor or down trending markets, we cut out all stocks that have an RS and EPS rating lower than 70 (based on the IBD scale of 1-99). In up-trending or bull markets, we raise the minimum criteria to 75 and then to 80 for both RS and EPS ratings. Our next step is to eliminate all stocks that are not within 5% of their 52 week highs. We don’t like to invest in stocks that contain great amount of possible overhead resistance. After this list is developed, we run another screen that gives us the stocks with superior RS and EPS ratings that are making new 52-week highs. Finally, we use Investors Business Daily (the print newspaper) and/or our Daily Graphs subscription and locate the strongest industry groups and sectors for the day. Remember that the strongest stocks move in groups, not individually.

By performing the tasks above, we will get a list of about 50-150 stocks that meet the proper fundamental criteria during poor markets or sideways markets. During bull markets, these screens will return several hundred stocks to almost 1000 stocks per day. This is one of the most powerful indicators in the market today, a method that we have used since day one. When 1000 stocks are making these daily screens, we know we are in the midst of a strong bull market. On the other hand, when we see less than 100 stocks making this daily screens, we know that we are going sideways, in a correction or heading towards a bear market.

When we publish the daily screens Monday through Thursday, using the tools above is as far as we go with the initial fundamental criteria. When the week draws to a close and we start to produce a weekly screen, our most important screen, we take the fundamental analysis one step further by studying the raw numbers (key categories are listed at the bottom of this page).

We use some key statistical sites such as Vickers research reports to assess institutional holdings and insider buying. Daily Graphs can be used for these institutional numbers but we prefer Vickers because it allows us to see the exact money manager or mutual fund that owns the stock with the exact amount of shares owned, when they were purchased, the percentage of their total portfolio and more. We then browse over detailed fundamental reports that contain video porno key ratios.

Ratios:
Net income
Past earnings
Future estimated earnings
Revenues

Additional key numbers:
ROE
PEG ratio
EPS estimates
Valuations
Revenues (cross referencing the numbers from Vickers)

Final Fundamental Analysis:
Shares outstanding
Current float
52-week porno ranges
Previous year highs and lows
Cash-flow
Assets
Profit margins

INVESTOR RELATIONS ANALYSIS

  • UK Share Register Analysis
  • Global Shareholder Identification 
GDR Analysis
  • Section 212/213 Management
  • 
IR Insight
  • Stockbroker IR Insight
  • Stockwatch
  • Peer Group Analysis
  • Investment Trust IR Insight

UK Share Register Analysis

Using a combination of our powerful nominee-cracking databases and focused strategic Section 212 activity, RD:IR provides UK public companies with in-depth, accurate and customised shareholder analysis services which include the following range of reports:

Analysis by fund manager & beneficial owner
Historical shareholder analysis
Investor investment strategy analysis
Geographical investor analysis
Institutional weighting analysis
Institutional targeting analysis
Shorting monitoring

Today’s market conditions dictate that UK public companies source accurate and intelligent analysis of their share register. The increasing sophistication of trading activity and the rise of short-term speculative investment in the UK markets mean that public companies have ever greater difficulty in tracking the ownership of their stock. Market activities such as stock-lending and stock-shorting have widened the gap between the share register and real share ownership.

It is fundamentally important that companies receive shareholder analysis reporting accompanied by forensic and diagnostic analysis of the changes in equity ownership in order to carry out an effective Investor Relations strategy. Without this extra insight and analysis, it becomes difficult for companies to track external investor audiences and to provide realistic information to their Boards on institutional movements in the stock.

Our job is to provide UK companies with the best possible understanding of who owns their stock by thorough and timely analysis of their share register. We can analyse share registers at any requested frequency including daily if necessary (during a corporate action, for example).

We use the power of s212 pro-actively to get accurate shareholder data quickly and efficiently, whether investors are domiciled in the UK or overseas.

RD:IR’s shareholder analysis is carried out by experienced shareholder analysts, all with a background in the capital markets. Our data integrity, checking procedures and our depth and breadth of coverage are second to none. Our dedicated 212 team is experienced in sourcing ownership data from investors, custodians and banks across the globe.

Reporting of shareholder analysis data can be carried out through delivery in hard copy, by email or via our dedicated Investor Relations server-based application, IR Insight, which offers IR professionals an integrated IR solution for management of their IR process.

We offer bespoke reporting template software for companies who wish to output our analysis in their own reporting formats (for Board papers, for example).

Global Shareholder Identification
We offer international public companies dedicated shareholder identification programmes for Ordinary and ADR/GDR stock using telephone surveys of fund managers in every major global market.
Companies across the world are realising the importance of communicating as widely as possible to the financial markets. The increasing importance globally of good corporate governance and disclosure means that companies need to talk to investors internationally and not just in their domestic markets.
For most non-UK companies outside North America, public filing institutional ownership data is often the only ownership data available to them but this information is often poor in terms of coverage, accuracy and timeliness. RD:IR’s customised global shareholder ID programmes can significantly increase companies’ understanding of who owns their equity.
RD:IR runs global and market-specific shareholder identification programmes for non-UK companies where no share register exists or the company has only limited information about the ownership of its stock. Using our proprietary database of institutional investors in every significant financial market, we carry out extensive telephone surveys of fund managers around the world to identify levels of ownership of stock and identify all relevant investment personnel and their contact details.
RD:IR is skilled in sourcing stock ownership data from buy-side investors across all global markets. Our experienced multi-lingual researchers can also find out what those investors think about your stock and your investment case.
Using our sophisticated database of global investors, we can use our survey findings to produce segmented, focused target investor lists to widen your shareholder base internationally.
We can run your shareholder ID surveys on either a one-off or a regular basis, for all global markets or just the markets you wish to research. Surveys can form a stand-alone project or part of a wider IR programme tailored to your exact specification.

GDR Analysis

We offer Global Depositary Receipt issuers and their sponsoring banks a full GDR holder identification service which provides analysis of GDR ownership on a one-time or ongoing basis.
Tracking the holders of GDRs on a timely and fully covered basis has historically been difficult or prohibitively expensive. The available public filing ownership data is patchy, inconsistent and often inaccurate. The GDR analysis programmes offer companies the ability to identify current institutional ownership of their GDR investors and track changes in ownership over time.
Public companies across the world increasingly realise the importance of communication to investors whether they hold the domestic or the global share class. Institutional investors into GDR stocks demand ever greater transparency and higher levels of disclosure from companies in which they invest. Knowing who those investors are is a necessary first step for GDR issuers in this process. Regular updating of this information is required to track changes in institutional ownership over time.
Our GDR holder identification programmes are based on telephone surveys of relevant fund managers across all global markets. Using our extensive global investor database which contains contact information on fund managers running global, industry-specific and country-specific funds, we contact all potential investors into your stock to identify their level of holding in your GDR stock and, where requested, their sentiment on your stock.
We have excellent relationships with emerging market investors, the major holders of GDR stock, and therefore can provide excellent levels of GDR ownership coverage.
Using our survey findings, we can provide GDR issuers with full contact details for their GDR investors and also produce focused target lists of potential investors.

Section 212/213 Management
We provide UK public companies with a full Companies Act Section 212 and Section 213 management service. We are expert in sourcing investor data on an in-depth, fast and efficient basis from shareholders in the UK and overseas using companies’ powers under S212.
Our dedicated Section 212 team is experienced in sourcing shareholder information from investors in all global markets whether they are UK nominees, overseas custodian or sub-custodian banks or any investing vehicle.
Utilising our global custodian database we can undertake a start-to-finish service that encompasses the issuance of s212 letters, the coordination of responses, the integration of responses into our ongoing share register analysis, and the ongoing maintenance of the statutory Section 213 register.
We can provide expert advice to companies on the potential use of their powers under s212 which could be vital during any corporate action.
Our s213 management service covers handling of requests made to inspect the statutory register under s219.

IR Insight
We offer Investor Relations professionals a dedicated desktop IR solution, IR Insight, which allows full management of the IR process. The package includes:
Shareholder analysis
Monitoring of changes in institutional ownership
Analysis of stock ownership in terms of investor investment strategy
Geographical analysis of shareholders
Investor profiling
Investor targeting
Peer group analysis
Institutional briefing notes
IR executive summaries for NEDs
IR contact & meeting manager
We provide investment trust management houses and corporate stock-brokers dedicated analytical tools as add-ons to IR Insight to allow them to analyse their clients in terms of institutional ownership across the group of client companies. The dedicated IR Insight applications for these two types of organisation are called:
Investment Trust IR Insight
Stockbroker IR Insight

Stockbroker IR Insight
We offer corporate stockbrokers a dedicated desktop IR solution, Stockbroker Insight, which allows full shareholder analysis & IR-related reporting of their corporate clients.

The package includes:
– Shareholder analysis at any required frequency including full graphing
.
– Monitoring of changes in institutional ownership 
Analysis of stock ownership in terms of investor investment strategy
.
– Geographical analysis of shareholders
– 
Investor profiling
Investor targeting
– 
Peer group analysis
– Institutional briefing notes
– IR executive summaries for NEDs
– Client group institutional holding analysis.

We can tailor our reporting and software to the broker’s exact requirements. We can produce hard copy reporting either to an existing design template or work with you to provide a tailor-made product.

Stockwatch
In addition to ongoing regular share register analysis for UK public companies, we offer a complementary service which tracks changes on the register between analysis dates via daily or weekly monitoring of movements on the share register. These movements can be reported in the form of a transaction report by the company’s registrar at your chosen frequency and movement threshold and delivered to us electronically or by fax.

Our Stockwatch service operates at two levels:
– Major Change Alert: we notify you by email of any significant changes in institutional ownership; significant hedge fund activity; unusual trading activity; unusual investor activity; potential predatory activity. We issue 212 letters immediately to any suspect or unknown investors and report back our findings as soon as possible.
– Full Movement Analysis: in addition to the actions above, we provide you with a full annotated analysis of all movements on the transaction report and we can go on to update our share register analysis of your stock if required. Our analysis discerns between institutional and trading activity on the register.

Peer Group Analysis

We offer public companies in any global markets full tailor-made sector institutional ownership analysis using peer companies selected by the client or on our recommendation.
In the case of UK stocks, we source shareholder ownership data through purchasing share registers in the public domain, analysing the register using our in-house share analysis system, followed by further analysis by way of inspections of the related public domain Section 213 & Section 198 registers. This methodology allows us to provide in-depth and accurate reporting on any UK public company.
In the case of non-UK stocks, we source the best possible shareholder data available in the market (this is usually based on institutional public filing data) and then carry out further research using various data sources including the company’s own publications and our international buy-side contacts.

Investment Trust IR Insight
We offer UK investment trust Investor Relations and institutional marketing professionals a dedicated desktop IR solution, IR Insight, which allows full management of the institutional investor marketing process and investment trust shareholder analysis.

The package is suitable for any investment trust management company or company secretarial service and includes:
Full shareholder analysis
Monitoring of changes in institutional ownership
Analysis of stock ownership in terms of investor investment strategy
Geographical analysis of shareholders
Investor profiling
Investor targeting
Peer group analysis
Institutional briefing notes
IR executive summaries for NEDs
IR contact & meeting management tools
Investment trust group cross-analysis

IR Insight links seamlessly with RDIR’s own investor CRM system (an add-on to the IR Insight application) or with GoldReach, our dedicated IR-oriented high-level CRM system developed jointly with Solica Consulting based on the well-known GoldMine CRM software.
Either CRM system can be populated with investor contact information derived from specialist research carried out by RD:IR or from the client’s own data.